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When a Deal Is a Don't

Know when you should walk away from a negotiation.

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This story appears in the October 2006 issue of Entrepreneur. Subscribe »

There are clear business reasons to break off a negotiation: The parties are too far apart on money, one side finds a better alternative, unforeseen circumstances arise and so on. There are also subtler, very savvy reasons to pull the plug, such as:

Your opponent is a pain. You learn a lot about a person's character when you negotiate with him. If you don't like what you see and hear when you're bargaining, chances are it'll only get worse after you close.

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